1. www.terrainfirma.co.uk Engaging People using Green Jujitsu Gareth Kane Terra Infirma Ltd 0191 265 7899 @GarethKane gareth@terrainfirma.co.uk www.terrainfirma.co.uk

2. Switch It Off

3. www.terrainfirma.co.uk

7. Green Jujitsu

8. www.terrainfirma.co.uk Some of my clients  Newspaper Group  Short term/high impact thinking  Highly competitive  Engineering Group  Innovation highly prized  Safety critical manufacturer  Follow the instructions (or die!)  Waste management  Long term thinking >20 year contracts  National Research Institute  Show us the data!

9. www.terrainfirma.co.uk PeopleHardware Doing the right thing Doing things right Reduced Waste to Landfill ApplicationBehaviour TechnologyProcedures Example: Engineering Client

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11. 1. Keeping the rider happy

12. www.terrainfirma.co.uk What: Use of Language Green Language  Green  Save the world  Climate change  CSR  Responsibility  Doing the right thing Jujitsu Language  Cost pressures  Risk  Future proofing  Legislation  Brand protection  Competitive advantage  Market demands  Efficiency

13. www.terrainfirma.co.uk How: Storytelling  Age-old tradition  Media use human interest stories because they work  Brings it down to a level we all can understand  “People like us”

14. www.terrainfirma.co.uk Where is the message? “We’ve got these stickers on the machines telling us to switch them off. But there’s nothing in the standard operating procedures about it. It is hammered into us from day one to follow the SOPs, so, if we’re not sure, we ignore the stickers. If you want it to happen, it should be in the SOPs.”

15. www.terrainfirma.co.uk 2. Inspiring the elephant

16. www.terrainfirma.co.uk Show, don’t tell

17. www.terrainfirma.co.uk The power of questions?

18. www.terrainfirma.co.uk Ask for help

19. www.terrainfirma.co.uk Make them part of the solution

20. www.terrainfirma.co.uk Running with the herd

21. www.terrainfirma.co.uk Fun & games

22. www.terrainfirma.co.uk 3. Make the path easy to follow

23. www.terrainfirma.co.uk Remove barriers to ‘good’…

24. www.terrainfirma.co.uk …add resistance to ‘bad’

25. www.terrainfirma.co.uk Authority & Responsibility

26. www.terrainfirma.co.uk Conclusions  Stop shouting, start thinking  Work to strengths, rather than correcting weaknesses  The rider/elephant/path model:  What information will you provide – and in what format?  How will you engage emotionally with people?  How can you tweak the environment or systems to foster good behaviour?